Training Group International

Selling is not a skill that comes naturally to everyone. In fact some people go cold at the thought of calling themselves a 'sales person'. The reality is that we are all sales people in some way, whether it's selling ourselves to get the dream job, making a good impression in a business meeting or performing in any position where customers or clients are involved.

For those people who are working in roles where the goal is to sell products or services, influence others or encourage people to contribute to a cause, it is critical that you have the right tools in your tool box to be able to confidently achieve results.

If you have targets to meet, goals to reach, clients to satisfy, you must be equipped with practical skills to encourage people to want to deal with you and to buy or get involved what you have to offer.  Some of the keys to successful selling across all positions and industries is the ability to effectively read people, adapt behaviour, build rapport, influence decisions, overcome objections and confidently promote the features and benefits of your products, service or ideas.

This program is exactly what is needed for any person starting out in any sales position and perfect for experienced sales people ready to brush up on the essentials and refresh the all important sales toolbox. This program will show participants how mastering their own communication style and adapting to others can take sales success to the next level.

This program will assist you to:

• Turn a service focus to a sales achievement focus
• Understand the ways that people communicate and how best to get your message across
• Create the right impression, develop and build rapport for maximum sales success
• Understand the above and below the line concept and how it applies to sales
• Learn the 7 step simple sales process
• Identify and communicate strategies and solutions that meet customer needs
• Recognise how your own 'map' and ladder of inference can impact on your results
• Identify how to effectively package solutions to sell more whilst meeting customer's needs
• Understand the power of asking effective questions to elicit the information you need
• Read people and situations better and recognise 'buying signals'
• Deal with difficult questions and turn objections into opportunities
• Learn the 2-3-4 of objections and how to overcome them
• Develop appropriate closing strategies to gain commitment and ensure the customer leaves with a positive experience
• Recognise when someone may be withholding information or being deceptive
• Manage your time/territory and client list more effectively
• Build confidence to try new selling techniques

Who should take part in the Exceed Your Sales Targets - Sales and Influencing program?

Any person involved in sales - either face to face or over the phone - that desires to build on their existing skills and learn new techniques and methods to take their sales ability and results to even greater levels of success. These programs are suitable for sales personnel at all levels. The program also facilitates greater team understanding and harmony due to its open and interactive format.

Program duration:

Sales and Influencing is facilitated as a half day to 2 day program. It is customised to meet the needs of the organisation. This program has proved highly successful as a training and development component of a longer company conference - allowing personnel from other locations to take part.

Programs are customised to focus on specific individual and organisational needs.